Winning Complex Deals: Case Study #1

The Issue

The sales manager had been working with four of his sales team members to win an extensive hotel and convention contract that would be the largest sale of the year for the company. Five months into the sale, they realized that the talks had stalled, and it was clear that they needed to change their strategy. 

The Solution

Miller Heiman's unique approach used in the Strategic Selling® and Conceptual Selling® workshops provides immediate in-class application of Miller Heiman methodology to live deals. While the sales manager was working on the live deal he brought to class, he found a fresh perspective to this complex situation. He discovered that his team was focusing its efforts on just one specific buyer, when there were actually several additional people involved in the decision-making process that they needed to contact and include in their sales plan. Using the concepts he learned from Strategic and Conceptual Selling®, the manager and his team identified all the buying influences. They identified someone within the company who could coach and help them identify and meet the people who were likely to have an influence in the sale, and to lead the team to assess how effectively they were positioning themselves with each of these influences. 

The Result

Using this new information obtained from their coach, the team revised their approach and began to widen their efforts. Within two months, they were able to close the sale and win the largest sale of the year for the company.

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